2.01 Sell Your Creation!
Using the materials provided by your teacher, you and your teammate need to create an
item to sell to the target market below. Remember that benefits sell! You must touch on
each of the listed criteria in your presentation. You will present your sales pitch in class.
Sales Presentation Criteria:
 Determine your customer’s needs, wants, and buying motives
o Ask questions of your customer to help determine their needs/wants/buying
motives
 Explain product features and benefits
 Heighten their desire through the use of demonstrations (get the customer
involved!)
 Product knowledge – you need to know your product inside out.
 Anticipate and respond to questions/objections from customers about your product
 Add usefulness to your product by suggestion selling – suggesting items that go
along with or compliment your product
Remember to have self-confidence! Customers tend to trust businesses if their
salespeople are confident. Also remember that you need to make a good first impression
on your customer. What they think of you in the first 60 seconds can determine whether
or not they want to purchase something from you.
Be prepared to explain information on shipping/delivery, installation, warranties,
maintenance and repairs, credit/financing, and any other types of support your product
may need or offer.
Target Market:
Male
Age 30-35
Married with children
Interested in sports, particularly football
Very family-oriented
Likes to read
Taking classes to complete master’s degree
Works in the education field
Very fashion-conscious